7 Minutes to Better Selling Podcast - S2 - Ep. 3

Hey, welcome everybody to season two of the seven minutes to better selling podcast. I'm your host, Colin Lake. Jimmy P, welcome

Great. Thanks. Listen, I apologize for the last time we were scheduled. I apologize to everybody who was ready to tune in. But the hurricane here in South Florida had other ideas

Yes, I get that. We all understand that. And so Jimmy P is the president of Impact Speakers, which is a presentation, communication and scale sales skills company

He has worked with organizations all over the world. He has had a strong focus in the financial services industry, but many of you know him just because of his wonderful reputation of doing some great things for all types of people and all types of organizations

So, Jimmy P, grateful for you being here. Thanks, Colin. It's obviously, like I said, it's great to be here

Yep. Okay. So my question is, how do you get to this

Like you've been doing this for a really long time, operating at a really high level with

a really strong reputation. How do you get from like where you are 25 years ago to where you are today with this

like I say, strong and continually building business with this wonderful reputation

Yeah, when you say 25 years, it does remind me where I came from

Listen, I had always been in sales, never set the world on fire

Finally, I met some people that I learned a structure. I learned a way to present and just was with them for a couple of years, but then went to a nationally known company

Was the national sales training director for them for many years. So I did speeches for them

I trained all of their salespeople. I worked with marketing to help craft messages so that the message that was being spit out to the salespeople was consistent

That happens a lot where it's not. And then at one point, I just thought, why not do this on my own

I just jumped into it with two feet Colin I had no idea what was going to happen All I really needed was somebody to do a quick web design I had a computer I had a cell phone obviously

And it just took off from there. I know it sounds so silly because a lot of people get into a business and there's a big startup

There's a big ramp up. And I didn't have that. As you said, I was blessed to have a good reputation in the industry already

And I just hit the ground running, as simple as it sounds. It's a great transition point. So the whole sales world, and this is like the last 10 years, is changing. And in particular, the sales people, the sales person, their reputations are declining slowly

The position of sales, that car salesman moniker that comes with salespeople, I think continues to expand

And so my question to you is, in this world where people don't have as high opinion of a salesperson as maybe they could or should, how do you take that reputation internally

Like, how do you take that reputation and say, OK, I've got to sell myself every morning when I wake up to perform at my highest level and like and continue to perform at my highest level

How do you convince yourself or train yourself to do that? I think, you know, it's funny when you say the word salesman, I think of words like pitch, you know, those those kinds of things

You know, we don't pitch anymore. As you said in my introduction, I teach communication skills, presentation skills, sales skills

And I always put sales last because to me, all sales is, is persuading somebody into taking an action you want them to take

And we did talk about I was in the financial industry and the vast preponderance of the business that I do now is in the sales, is in the financial arena

But what I teach is universal. I use some semblance of what I teach every single day to get a better room in a hotel to get a better seat in a restaurant Listen in my seminars I actually teach people how to get a nine

to clean their room. You get a nine-year-old to clean your room, you can get a client or a prospect

to do anything. And so I think what it is, it's passion. You know, we've all seen that individual

who gets up in front of a room or he's on virtual, even on the phone, and they say, this is something

I'm going to talk about now that's near and dear to my heart. And I know nobody in the audience is

going, go on. I can tell you love this. I would venture to say there's nobody who's ever met me

personally or professionally, but certainly professionally, whether it's in my two day

seminars or whether I'm standing up in front of the audience who has ever said, I don't think he

believes in what he's doing. So, you know, that you just like put a thought in my head

that's your why. Like that's your why, like your passion, you're passionate about this

But how do you get that passion? Do you know, like what drove you to get to be that passionate

I guess it was when I first started in this industry and I would start training people

that were just on the phones. And by the way, that was a terrible word, just people that were

on the phones. We need the people on the phones, maybe more than the outside salespeople. So I

I would train the phone people as I watched them ultimately get outside sales jobs and then segue into being a divisional manager, perhaps, and a senior manager, national manager

That's when I realized, OK, passion works. And the most important thing, it's contagious

Passion is contagious. That's why this guy that talks like this, look at the audience and they're all sitting there like this

But if you get up there and you believe in what you're doing, you believe in what you're, you said it at the very beginning

You got to like what you do. I ask people in my classes I ask people in my audiences how many people in there love what you do And you get some people that raise your hands My God I envy those people because that me As I just replay this in my head and I going to give you the last words here and then I ask Simon to pay attention to what you saying so we can put up your website

and your email address and how to get in touch with you. But what drives you, what gives you

that passion is I'm taking people who were on the sales desk and looking to move to a level that is

way higher than they ever imagined getting here. Like I'm helping them get there. Maybe that's why and how you found your passion

Like when it's really difficult, I say, I helped that person get to where they ultimately

wanted to be in their aspirational dreams. And so that's maybe what I'm hearing

So I'll ask you to wrap up on that thought and then remind everyone how to get in touch

with you and how to find you. At the end of my two-day seminar, literally sometimes there are tears in that room and

they're not tears of sorrow, they're tears of joy because people are overcoming them

fear, a phobia. They get confidence that they didn't have before. Oh, by the way, they get

closing techniques that they never had before just by being more specific. So yeah, I mean

it's the most exciting thing in the world. Why in the world would I stop doing this

You know, we talked about this earlier. I will stop doing this when I enjoy doing nothing more

than I enjoy this. And I'm nowhere near that right now, Colin. Yeah. It's like Tom Brady

Why am I going to stop when I'm still loving what I'm doing and I'm performing at a really

high level and that's, that's personification of you. All right. So Jimmy P, tell everyone where

to find you, how to get in touch with you. Well, several ways you can go to my website at

impactspeakers.com. By all means, go ahead and send me an email, Jimmy P at impactspeakers.com

So I'd love to hear from any of you that have any questions or you want to talk to me about

seminars or speaking engagements, whatever, please reach out. Love to hear from you

last thought find your passion let that passion continue to fuel you

and that's one of the best ways to sell yourself good selling everyone